To better manage the lead to revenue path, B2Bs are aligning their sales, marketing and service operations to consolidate data, optimize conversions and circumvent customer churn. With buyers more than half way through the purchasing decision process before they engage with a salesperson, B2Bs are leveraging the latest sales acceleration software tools to…

Even if you get blackjack, hitting a 17 is still a bad decision, because the odds are, in the long run, you’ll lose Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. And as more companies mature from making impulsive decisions based on data in spreadsheets to making…

If you’re preparing to climb the revenue growth mountain, the length of your ascent will depend largely on who you’re selling to and where you’re starting out from. If your sales team in focused on a target audience, you’re going to want to give your reps an easy, repeatable way to personalize and tailor sales…

Seventy percent of B2B buyers wait until after they have defined their needs before engaging a salesperson. By that time, most buyers have established a preferred vendor relationships as well, which is why getting in front of the right crowd to build relationships with prospects early and often is so important. B2B buyers avoid sellers…

In business, the concept of alignment strategy is about breaking down silos inside organizations and establishing cross-functional workflows without inhibiting anyone’s domain expertise. “It’s often straightforward to identify a strategy needed to achieve a goal, but what trips up companies is figuring out how to execute the strategy once identified,” saws Cal Newport in his…

In a finite market with a limited number of customers, building relationships with prospects early and often is the smartest approach to B2B lead generation. And your sales people, not marketers, should be cementing those relationships. It’s doesn’t matter that they’re not ready to buy. If they’re a target account, don’t let your desire to…

The killer app for marketing B2B events is nothing less than a mobile app. Attendees are already using mobile apps to network digitally at conferences and trade shows so why not make mobile part of your digital marketing strategy at B2B events and transform your events into connected communities, that drive business outcomes? Mobile B2B Event…

If the case studies and news highlights in this blog post are any glimpse of things to come, than corporate Facebook Pages could become less important to marketers once they learn that the real power of a social network. Spoiler Alert The best times to post, types of content and Facebook content marketing strategy is…

Michael Rice, SVP Digital at McCann Erickson Los Angeles, Adrian Sexton, CEO at New Medici, Yacine Baroudi CEO at FasTake and David Bloom, Principal at Words & Deeds share their first impressions on Google Instant at the iHollywood Forum Panel on Social Media for Brands. Special thanks to Erik Deutsch for his help.

Phil Aurbach told me about the layoffs at the Las Vegas Sun this morning. Newspapers nationwide are under serious pressure. In my opinion, the best bet for them is to cut costs, reorganize and focus on organic, local search engine optimization. But even if they can capitalize on local search, they’re still going to be…